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A Monthly Journal for Venture Partners and Enterprise Software Executives
Vol. 1 No. 7
In This Issue
CEO Profile: Glen Meakem, FreeMarkets
The Future of Software
PR Strategies for Enterprise Software
What Executives & Tom Cruise will soon have in common: an Agent
Software M&A 2002 - A Year in Review
Software M&A - Outlook for 2003
Executive Job Listings
Hiring Software Sales People is EASY (and cheap).
Does your HR Manager know about SoftwareSalesJobs.com? If not, your company is at a serious disadvantage. Every major software company is using SoftwareSalesJobs.com to hire world class software sales professionals.

Visit: www.SoftwareSalesJobs.com for more information or to request a demo.



CEO Profile: Glen Meakem, FreeMarkets
By Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
Actually, Glen Meakem's formal title is 'Chairman'; in the weeks following this interview, he ceded the CEO title to Dave McCormick. But no one denies the impact of his hyper-intense personality on the FreeMarkets culture. As one FreeMarkets executive explained, "Glen is FreeMarkets - FreeMarkets is Glen." Like many tech entrepreneurs in the 90's, Meakem setout to change the world with a revolutionary idea. But unlike most, he's actually succeeding.
Read full article >>

The Future of Software
By Michael Tanner, Managing Director, The Chasm Group
Putting aside the economic uncertainty of the times, there is a macro-level transformation occurring in the software industry that is slowly happening before our very eyes, but which many software CEO's and executives have failed to reckon with. Understanding the implications of this transformation will start to answer the question about "when things will get easier.
Read full article >>

PR Strategies for Enterprise Software
By Sabrina Horn, President, The Horn Group
The software business is still in a slump. So does PR even matter in today's market? Absolutely, writes Sabrina Horn, a Silicon Valley Hall of Fame inductee and President of one of the most widely respected software-focused PR firms in the world. In fact, PR can be a strategic sales tool - if you do it right. Sabrina Horn explains how.
Read full article >>

What Executives & Tom Cruise will soon have in common: an Agent
By Angel Mehta, Managing Director, Sterling-Hoffman Management Consultants
It's often been said that the best executives seem to know the least about managing their careers - many even fail to keep their resumes up to date - because they're busy creating value for their shareholders. But that doesn't mean that career management is any less important. So how does a CEO ensure that he/she's not missing out on the next big thing? Enter Canal Street Talent, a firm that watches over the careers of it's very select Executive clientele so that they don't have to.
Read full article >>

Software M&A 2002 - A Year in Review
By Ken Bender & Allen Cinzori, Software Equity Group
The year after the 9/11 tragedy was difficult for both publicly traded and early stage enterprise software companies alike. Software Equity Group offers a complete review and analysis of software M&A / capital markets activity in 2002.
Read full article >>

Software M&A - Outlook for 2003
By Bruce Milne, Chief Executive Officer, Corum Group
Despite recent significant declines from the peaks of 1999 and 2000, software M&A activity is expected to increase 40% in 2003. Bruce Milne discusses why M&A is still the best route to enhanced growth and liquidity for private software companies and what factors will influence 2003 activity.
Read full article >>



Executive Job Listings
President Southeast
Our client is a developer of Logistics management software solutions. Requirements include demonstrated leadership experience scaling a software company from under $5M to over $50M, and strong domain expertise in logistics or supply chain management. Preference will be placed on candidates that have come up thorough sales and marketing track. Ideal candidate will have had successful tenure with a market leader such as: SAP, i2, Manugistics, JD Edwards, Agile, Peoplesoft, Lawson, Oracle, etc.

Only qualified candidates will be contacted though we appreciate all responses.
Apply to: MHF@SterlingHoffman.com

VP Sales - EAI/BPM CT
Track record selling middleware OR applications into 1st and 2nd tier Financial Services and Insurance organizations. Proven experience growing revenue from under $5M to over $20M. Business development and pre/post-sales experience a plus.
Apply to: JCF@SterlingHoffman.com

SVP WW Sales - BIT/CRM MA
History selling BI or CRM applications to C-level business buyers. Proven ability to develop revenue from under $30M to over $100M at an international level (Americas, AsiaPac, Europe). Tenure with leading CRM or BI vendors a plus. G2000 contacts.
Apply to: JCF@SterlingHoffman.com

SVP WW Sales - Content Management Midwest
Seasoned enterprise application sales manager with a minimum of 5 years experience overseeing an international sales organization (Europe, AsiaPac, Australia) with proven ability to develop revenue from under $80M to upwards of $250M. Tenure with leading ISVs a plus.
Apply to: JCF@SterlingHoffman.com

VP of Sales - Storage Software Northeast US
Experience in building high-performance direct sales teams for early stage ventures is critical. A track record in selling infrastructure software to senior IT buyers is preferred.
Apply to: MHF@SterlingHoffman.com

VP Sales - CRM & Business Intelligence Bay Area
Demonstrated experience growing revenue from under $5M to over $20M is a must. Contacts at F500 financial services & hi-tech companies highly preferred.
Apply to: MHF@SterlingHoffman.com

Note: We appreciate all submissions, but only qualified executives will be contacted.






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